www.am-online.com November 2015 £8.00
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AUTOMOTIVE MANAGEMENT
Glen Obee on managing his group’s rapid growth
E M I S S I O N S C H E AT I N G S C A N D A L / P 6
Volkswagen Group has talked a lot about rebuilding trust with its customers, but what about addressing the worries of its franchised dealers:
“Should we commit to 2016 sales targets?” “How do we create capacity for 1.2 million recall jobs?” “What will we earn from the recall work?” “What’s the longer-term impact on our businesses?”
Call for entries
entry deadline
30
october 2015 CateGories Digital awards Best Use of Social Media Best Use of Television and/or Video Best Dealer Website Best Manufacturer Digital Innovation excellence in Business Best Training and Development Programme Best Retailer Environmental Initiative Excellence in Customer Service Excellence in Aftersales Best Service Reception Team Best Sales Team (New or Used Cars) Manufacturer awards Used Car of the Year New Car of the Year Franchise of the Year retailer awards Best Used Car Performance Best Fleet Operation Best Van Dealer Most Improved Dealership Best Dealership Best Retail Group (up to & including 10 sites) Best Retail Group (more than 10 sites)
11 february 2016
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Volkswagen has also broken its dealers’ trust olkswagen Group’s chest-beating display of its newest cars on the eve of the Frankfurt Motor Show last month gave no indication of the turmoil that was about to envelop the company. Exactly a week later, headlines were screaming accusations of emissions deceit and rule-breaking, leading to the rapid resignation of VW Group’s chief executive Martin Winterkorn and its admission that 11 million vehicles globally, from Audi, Seat, Skoda, Volkswagen and Volkswagen Commercial Vehicles, will be recalled to remove a ‘defeat device’ that cheats NOx emission tests. For three weeks, consumers have had a daily diet of news exposing VW Group’s deception and its inability to act fast enough to reverse it. Considering the brand’s American operation knew its NOx emissions were under question by the US Environmental Protection Agency for months, it seems ludicrous there was no action plan for when it all became public. A month later, the fact that UK franchisees know they are affected, but still don’t know how they will be supported seems even more ludicrous. These are the ones who have invested millions of pounds into VW’s ‘blended retailing’ concept, Audi’s ‘terminal’ showroom style, and are still updating Skoda and Seat showrooms on the promise of rising sales volumes. These are the ones who are placating customers and who will be in the front line in the months ahead, rebuilding trust for the car brands. These are the ones who trusted that, as the ‘junior partner’ in the relationship, they would be looked after by manufacturer brands that, in the words of their leader, “couldn’t exist without our retailers”. If there is a bright side, it could be a good time to bolt on an authorised repairer franchise for the VW Group brands. In the UK, there are 1.2 million vehicles to sort out in 2016 and, as we discover on page 6, the Audi and Volkswagen brands in particular are going to be very busy. The whole scandal smacks of complacency, arrogance and chasing sales volume at any cost. Let’s hope lessons will be learned.
V
Tim Rose Managing editor
ouR ExPERT conTRiBuToRS Philip nothard He is retail and consumer valuations editor at CAP, which he joined in 2010 after two decades working in motor retail, culminating in running dealerships for european Motor Holdings, Lythgoe Motor Group and Arnold Clark. In this issue (p39), he explores why used car dealers are exploring alternatives to auctions for buying cars. Prof Jim Saker As director of the Centre of Automotive Management at Loughborough University’s Business School, Saker is a key figure behind the drive for management recognition and skills in the motor retail sector. This month (p38), he says the emissions scandal may do Volkswagen more long-term damage than previous recalls by other brands.
AM F&I C omplia Conferenc nce e
Book ticke am-fandi-cts today at: om am-online.cpliance. om Tuesday, November 10
The editorial team Stephen Briers Editor-in-chief
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Jeremy Bennett Associate editor
am-online.com November 2015 3
In this issue November 2015 26 THEATRE OF THE SHOWROOM GIVING CAR BUYERS A REASON TO VISIT
6 VOLKSWAGEN SCANDAL DEALERS FEAR THE FALLOUT
40 Your news
6 11
Volkswagen analysis Concerns about consumer confidence and impact on sales have left some franchisees reluctant to commit to 2016 targets; plus we take a look at some past Volkswagen scandals.
Market intelligence
17 18
year retail numbers actually fell 11.8% in September.
19 23
News digest Dealers’ property requirements fall 24% in less than two years; Vertu posts record results; Stoneacre trials extended operating hours; Castrol’s new 90-second oil change.
26
The plate-change pushes September to record high.
Retail registrations
4 November 2015 am-online.com
33
shop and sales teams for the impact of the latest safety devices, connected cars and autonomous vehicles.
Dealer profitability
Franchised dealers made an average loss of £16,000 in August, up from £15,000 in August 2014.
36
How car dealers can build a better website
38
Jim Saker’s view from the business school
Used cars
The average wholesale value of used cars fell almost £200 in September as volumes returned to six figures after the August lull.
Insight
New cars
Despite topping the overall registrations table, Ford’s year-on-
FACE TO FACE MOTORLINE
Adding theatre to the showroom Virtual reality headsets, touchscreen car configurators and customer tracking by Wi-Fi – how the latest technology can give your customers a sense of occasion and monitor the return on your investment.
Prepare your business for the tech revolution Dealers need to prepare their work-
Do your dealerships offer the digital experiences that will stop customers fleeing to rivals’ websites?
Can Volkswagen’s reputation come back from the dark side?
39
Market pressures are changing used car markets
40
Motorline’s disciplined approach to growth
As margins become ever more of an issue, dealers are searching out alternatives for how they buy vehicles, writes CAP’s Philip Nothard.
Motorline Group has avoided chaos in the rapid acquisition of sites and staff with an internal team and a disciplined process, says chairman Glen Obee.
For the latest motor retail industry news, visit am-online.com Sign up to get AM news daily by email: am-online.com/newsletter
36
THE PERFECT WEBSITE DO YOU HAVE ALL THE PIECES IN PLACE?
66 FIRST DRIVE MITSUBISHI L200
49 59 61
AM Digital Dealer Conference report The latest expert insights into how dealers can run better digital businesses.
AM Poll Dealers seem split on whether the Consumer Rights Act will improve their complaints procedure.
Six top tips for F&I success Finance and insurance products face more regulation and scrutiny, but there are still ways for dealers to boost profits.
Showroom
66
Mitsubishi L200 Mitsubishi believes its faster, bigger, cleaner pick-up will outperform its predecessor in sales and its rivals in almost every area.
69
Honda Civic Tourer
71
Mazda2
72
VW Polo
Japanese manufacturer aims to underpin 2016 resurgence with C-segment Civic.
Launched in March, the Mazda 2 is already Mazda’s biggest seller this year.
The Polo range brings some good news for Volkswagen this month, topping year-to-date retail registrations for the beleaguered brand.
Coming soon
74
In December’s issue – published November 27 Face To Face with Vertu Motors chief executive Robert Forrester and commercial director David Crane; the latest consumer trends in sales and aftersales; Jardine Motors tells us why it excels in fleet; and the Audi A4 reviewed.
DEALERS AND SUPPLIERS IN THIS ISSUE: Adroit Automotive.................................................62 Alphera Financial Services................................61 Amari ..................................................................11, 26 AMS Insurance Services....................................62 ASE .............................................................................19 Auto Trader.............................................................50 Automotive Compliance......................................61 Autotorq ...................................................................36 Autoweb...................................................................37 Barber Wadlow ......................................................11 BCA............................................................................21 Black Horse......................................................18, 61 Calltracks ................................................................50 Cambria Automobiles.........................................53 CAP............................................................................56 CarWow ...................................................................53 Castrol.......................................................................13 Caterham................................................................. 14 CitNow ...............................................................13, 56 CJ Automotive.........................................................13 Close Brothers Motor Finance .........................13 Cooper Solutions ..................................................26 FCA ......................................................................11, 62 FLA .............................................................................17 Frost & Sullivan .......................................................9 GForces.............................................................27, 37 Heritage Automotive ............................................11 Hitachi Capital........................................................62 Hyundai .....................................................................13 Inchcape....................................................................13 iVendi.........................................................................53 Jellyfish ....................................................................50 Kia ..............................................................................56 Lifestyle Europe.................................................... 14 Manheim...........................................................21, 37 Mapfre Abraxas ....................................................62 Mazda........................................................................26 MotoNovo .................................................................61 Motoring...................................................................36 Motorline Group....................................................40 Motors .......................................................................13 NAMA........................................................................21 NFDA...................................................................17, 33 Nissan........................................................................11 Node4........................................................................56 Pendragon................................................................11 Perrys.......................................................................49 POD Point ................................................................34 Rockar ......................................................................27 Seat............................................................................ 14 SMMT.........................................................................17 Stoneacre ................................................................ 14 Tenthwave Digital .................................................55 TMS Motor Group..................................................13 Tony Le Voi Vauxhall............................................27 Trend Tracker ........................................................33 Trusted Dealers ....................................................34 Vauxhall ....................................................................11 VBRA.........................................................................34 Vertu Motors ......................................................7, 13 Volkswagen Group UK...........................................6 VW Financial Services .........................................13
am-online.com November 2015 5
NEWS DIGEST
t h e n e W s Yo u C A n ’ t A f f o r D t o h Av e m i s se D
13
f o r D A i l Y n e W s , v i s i t: am-online.com
vertu posts record results
14
Vertu Motors has reported record half-year profits of £16.4 million before tax.
t o g e t A m ’ s f r e e D A i lY n e W s l e t t e r , v i s i t: a m - o n l i n e . c o m / n e w s l e t t e r folloW Am on tWitter: @amchatter
stoneacre trials extended hours Stoneacre has trialled extended operating hours, with home-based sales people covering phone lines and live chat until 10pm.
ProPertY mArket
in Brief
Dealer property needs slow, but upgrades still a priority
PenDrAgon
Dealers’ property requirements have fallen 24% since the start of 2014, but investment in upgrades remains high, a property company has said. UK dealerships advertised 71 property requirements over the past year, down from a high of 94 in 2013/14, commercial property specialist Barber Wadlow reported in its annual ‘Vehicle Dealership Property Market Update 2015’. Adam Wadlow, a director at Barber Wadlow, said: “This statistic does not, however, point towards a slowdown in demand for dealership accommodation. 2013/14 was an exceptionally busy year, when manufacturers started to apply pressure on dealers to upgrade facilities following the financial crisis. Many of these requirements have not been satisfied yet. “The current number of advertised requirements is a return to more normal levels and we are starting to see requirements being satisfied, which demonstrates confidence in the market given that a new development will generally cost between £4 million and £8m.” Barber Wadlow said improved conditions in the commercial property market have seen a number of
major mixed-use development schemes come to fruition, after being shelved since 2008. “This has provided a supply of dealership development sites, albeit not at a fast enough pace to satisfy impatient manufacturers. There still remains a particular dearth of sites in the South East, which accounted for 51% of all requirements in 2014/15 (40% in 2013/14).” UK land values have increased, particularly in the South East as a result of competition from dealer groups, as well as higher value alternative uses, the report said. Rental growth is also being recorded in certain locations outside of the South East. “Notwithstanding this, we are seeing rental levels for sale and leaseback (‘S&LB’) transactions being set at ‘below market’ values,” Wadlow said. This does not, however, mean that rental values are falling. “It is a product of dealers employing ‘cost recovery’ strategies (ie capital receipt generated from S&LB only required to cover development cost, rather than turn a profit) and the very strong investment market, which means that a rent can be set at below market levels.”
vAu x h A l l
gAP insurAnCe
tim tozer, the chairman and managing director of vauxhall motors, quit the carmaker at the end of september, just one week after telling journalists at the frankfurt motor show about his high hopes for the brand’s future with its next-generation Astra.
The company based the findings on its own sales and on feedback from dealer partners across the UK. While the overall market was flat, AutoProtect said some dealers still reported growth as they had implemented measures to tackle the new rules early. However, a second company, Dealerweb, claimed dealers had recorded an 11% drop in GAP sales year-on-year. Dealerweb compared the volume of GAP sales achieved by the franchised dealer networks of 12 volume and prestige car manufacturers.
Vauxhall said Tozer decided to leave the company and pursue his career outside of General Motors. It announced rory harvey (pictured) as his successor. Harvey has wide experience within GM’s European operations, working in several areas of sales and aftersales. Harvey was managing director of Chevrolet UK from 2006 to 2008, then moved to Vauxhall as aftersales director and then retail sales director. In his most recent position, he was executive director sales, Opel Europe, based at the Opel headquarters in Rüsselsheim, Germany. Since Harvey took the lead, Vauxhall has re-launched its scrappage allowance scheme with a £2,000 (including VAT) contribution for customers that trade-in their old car against certain new models in its range.
gAP insurance sales were flat in september after the financial Conduct Authority (fCA) introduced new rules requiring a four-day deferment period on the sale of the products, according to data from supplier AutoProtect.
Top AM100 dealer group Pendragon has been awarded the Investors in People standard for the 17th year.
AmAri Preston-based supercar dealer Amari has used a new stock demonstration technology to sell a £100,000 BMW i8 to a customer 200 miles away. The GoInStore technology uses ‘smart glasses’ or a standard Android device to give buyers a first-person shopping experience via live video.
nissAn Nissan is extending its You+Nissan customer service scheme with two initiatives to all its dealerships. Customers must now be offered a fixed price servicing plan, coupled with a price match guarantee, and all customers will also receive a free video health assessment of their vehicle whenever it is in for service.
ChArles hurst Charles Hurst is to build a multi-million pound Jaguar Land Rover dealership in Belfast. It will be on the Boucher Road at the former headquarters of drinks company Diageo. The group, part of Lookers, has submitted a full planning application for a dealership and workshop at an existing site.
h e r i tA g e Automotive Heritage Automotive has installed Dealerweb’s Evo8 showroom management system in its six Volkswagen car dealerships and will add it to five sites (VW Commercial Vehicles, Audi and Peugeot) before the end of the year.
am-online.com November 2015 11
NEWS DIGEST
t o r e A D A m ’ s D A i l Y n e W s l e t t e r , v i s i t: a m - o n l i n e . c o m / n e w s l e t t e r
wP e o P l e n e W s iker l AzzAri Volkswagen Financial Services has appointed Iker Lazzari to the newly created role of head of sales and marketing to drive its market share in the corporate and SME fleet market.
A DA m PA r ro t t
vertu
vertu motors has reported record half-year profits of £16.4 million before tax. The 28.1% increase in profit before tax came as the car dealer group also grew revenues by 14% to £1.236 billion in the six months to August 31. Vertu said it expects its full-year performance to be ahead of expectations. Chief executive robert forrester said: “The group has a strong balance sheet and net cash position, despite significant capital expenditure and acquisition investment in the period. “This, together with the operational management strength in the group, gives the board great confidence to keep growing the business, organically and through acquisitions.” However, Forrester said Vertu’s private new vehicle sales in September were down 3.3% compared with September 2014, despite national SMMT data showing the market for its franchises holding flat. Despite the decline, the group achieved record new car profitability for the month, used
Close Brothers motor finAnCe
Dealers need to prepare for an end to the “golden scenario” of strong manufacturer incentives as the current situation is not sustainable, warned Close Brothers motor finance chief executive james Broadhead. “The pace of post-recession recovery has buoyed the UK market, as has a strong pound, but this golden scenario just isn’t going to be sustainable as manufacturers see new growth opportunities in overseas markets and boosted supply in the used car market drives down prices,” he said. Broadhead said dealers should prepare for manufacturers to start scaling back incentives such as free insurance and bolt-on specifications. He advised dealers to start looking at alternatives for securing margins.
vehicle volumes grew 5.4% like-for-like and aftersales was solid, he said. “I’m pleased with where we got to. Pre-registration is a very important part of the market, the manufacturers see it as an important channel and we see it as an important channel, but clearly when that is in expansion there is no way we will be able to hit the SMMT growth rates because we’re measuring two completely different things. “My view is that the world and the industry, be it manufacturers or retailers, would much benefit from private retail registrations as measured by the SMMT to reflect private retail registrations. But clearly it’s up to the SMMT to measure things in the way it wants to measure them. All we can do as an industry is point out it has implications.” In the six months to August 31, Vertu’s new retail vehicle volumes were up 8.6% overall and 1.2% likefor-like, while fleet new car volumes were 3.6% up overall but 8.5% down like-for-like as the group reduced its low margin short-term rental sales. Used retail vehicle sales rose 7.7% overall and 4.2% like-for-like.
tms motor grouP
tms motor group managing director len hallows has appointed his four sons as directors of the dealer group.
Ben, Dom, Tom and Oliver Hallows already held managerial positions in sales or aftersales at their respective dealerships. The four brothers all joined the familyrun business when they left school at 16 and have worked their way up the ranks in various departments. After receiving management training, they now run the business with their father. TMS Motor Group operates a large Volvo dealership in Coventry, a Kia dealership in Hinckley and a Volvo authorised repairer workshop and used car operation also in Hinckley.
CAstrol
Castrol has developed a new product that it says will cut the time of an oil change to 90 seconds. Castrol says the Nexcel unit, which contains new oil and filter, speeds up oil changes and creates less waste and mess. A Castrol spokesman said: “The aim is to ensure that Nexcel costs the consumer no more than a standard oil change today.” Engine designs must be adapted to use the system. Castrol expects manufacturers to launch compatible vehicles in the next five years.
CJ Automotive has moved to “sharpen up” its operations at its multi-franchise site at Llandudno Junction, with the appointment of Adam Parrott as operations director for the North Wales division.
PAu l s t Y l e s Automotive consulting and software business KCS has appointed Paul Styles as business development director. Styles was most recently the general manager of the Toyota and Lexus retailer systems division.
mike monAghAn CitNow has appointed accident repair industry veteran Mike Monaghan to its management team as channel development manager.
P e t e r WAt t s Peter Watts has left Auto Trader and joined its rival automotive classifieds company Motors.co.uk as director of dealer insight. He was recently brand director for franchise and supermarkets at Auto Trader.
D Av i D P u g h Hyundai Motor UK has recruited former Saab and JLR executive David Pugh as its new marketing director.
john mcConnell Inchcape group finance director John McConnell has announced he will step down next March after 16 years with the company.
am-online.com November 2015 13
market intelligence 18
19
new cars
Despite topping the overall registrations table, Ford’s yearon-year retail numbers actually fell 11.8% in September.
23
profitability
Franchised dealers made an average loss of £16,000 in august, up from £15,000 in august 2014.
the news in depth
Used cars
sponsored by
the average wholesale value of used cars fell almost £200 in September as volumes rebounded.
U k n e w c a r r e g i s t r at i o n s
plate-change pushes september to record high Demand for diesel remains strong despite the Volkswagen emissions scandal september’s new car registrations were an alltime high for the month, according to figures from the society of motor manufacturers and traders (smmt). a total of 462,517 cars were registered, up 8.6% on the same month last year, making it the 43rd consecutive month of growth in the market. despite the Volkswagen group emissions scandal breaking mid-month, demand for diesel remained strong and all its brands except seat saw market share grow year-on-year. the total number of cars registered in 2015 so far is 2,096,886 – 7.1% higher than at the same point last year. it is the first time the two million mark has been passed in september since 2004. gains were made across all market sectors – private up 3%, fleet up 15.2% and business up 10.6%. in line with typical performance so far this year, registrations of diesel and petrol cars in
september grew 4.1% and 12.3% respectively, and alternatively fuelled vehicles (aFVs) recorded another strong month, with volumes up 21.7%. this puts total year-to-date growth at 3.1% for diesel, 9.5% for petrol and 48.7% for aFVs. mike Hawes, Smmt chief executive, said, “september is traditionally one of the year’s biggest months for new car registrations, and last month set an autumn record. “with plenty of attractive, affordable deals available on the new 65-plate, britain’s car buyers were busier than ever. the market reached pre-recession levels some time ago, and we anticipate some levelling off in the coming months. “it is too early to draw conclusions, but customer demand for diesel remained strong, accounting for one in two cars registered.” mike allen, at analyst Zeus capital, said: “we think the dealers have traded well against this backdrop, with the Vw scandal hitting the last
week of trade. but we would highlight the high level of fleet sales in the period, suggesting the rate of self-registrations is increasing. “the strength of this september market will secure a good 2015 for most dealers, but we believe there are a number of factors which have the potential to create a greater level of uncertainty going into 2016. “the Fca is paying closer attention to the sale of guaranteed asset protection by dealers, which is impacting sales volumes, the full impact of the Vw emissions issue is yet to be understood and levels of consumer demand are likely to begin to flatten out, all of which we believe has the potential to create uncertainty going into 2016.” Sue robinson, director of national Franchised Dealers association (nFDa), said: “it is positive to see that the new car market has continued to remain strong during september and the successful plate change reflects growing economic confidence. in what is
r e g i s t r at i o n s b y m a r k e t s e g m e n t
F i n a n c e s tat s
private 979,594
2015
Fleet 1,027,490
private 956,537
2014
0
500,000
1,000,000
Fleet 910,579
1,500,000
business 89,802
business 91,080
2,000,000
a U g U s t m o t o r F i n a n c e m a r k e t: n e w c a r s new cars bought on finance by consumers through dealerships august 2015 change on 3 months to previous year aug 2015 Value of advances (£m) 738 +11% 3,298 number of cars 47,271 +8% 202,241 new cars bought on finance by businesses through dealerships number of cars 29,200 -16% 122,537
2,500,000
Source: FLA
change on previous year +17% +13%
12 months to august 2015 15,227 943,175
change on previous year +14% +10%
+1%
506,606
+10%
the Finance & Leasing association shows point-of-sale consumer new car finance was up 8% by volume and 11% by value in august yearon-year. the percentage of private new car sales financed by FLa members through dealerships in the 12 months to august reached 78.9%, up from 78.7% in the 12 months to July. geraldine kilkelly, head of research and chief economist at the Fla, said: “both consumer new and used car finance markets reported relatively robust growth in august, ahead of the introduction of the new 65 registration plate in september. we expect this growth to continue in the final quarter of 2015.”
am-online.com November 2015 17
market intelligence U k n e w c a r r e g i s t r at i o n s typically considered a high-volume month for registrations, it brings great news that this month is the bestperforming month since september 2004. “the fleet market remains strong, with a 15.2% increase as business confidence grows, and in turn encourages businesses to invest in new vehicles. “the nFda is hopeful that the growth and stability of the market shown by the latest plate change will continue.” richard Jones, managing director
of finance provider Black Horse, said: “the usual new plate surge in september was to be expected, but despite being the highest on record we should still guard against complacency and so it’s pleasing to see the ongoing success story of the Uk automotive industry. “manufacturer support remains strong, while low interest rates and strong use of pcps continue to drive new car sales. “despite the potential of an interest rate rise, we expect this growth to continue, albeit at a more modest rate for the rest of 2015.”
t h e r e ta i L m a r k e t september’s new car market champions were Ford, Vauxhall, Volkswagen, bmw, and nissan. but despite Ford’s glory, a look at the breakdown shows it failed to keep ahead of Vauxhall in the retail market. Ford’s 55,083 registrations total was 1.40% up on september 2014. but in retail, its 26,304 units was actually a 11.8% decline, due to a large drop in demand for Fiesta and ka, which is running out ahead of a replacement in 2016. Vauxhall’s 43,848 registrations total was up 6.5% overall, but in the retail market it managed 27,249 units, a 7.3% rise. Leading its charge were the corsa, up
“The full impact of the VW emissions issue is yet to be understood” mike allen, Zeus capital
38.2%, meriva, up 37.6%, and mokka, up 18.3%. Volkswagen’s 39,263 units marked a 3.7% rise. but in retail it rose only 1%, with 11,745 registrations. its tiguan was in demand, as was polo and scirocco, although retail registrations of golf declined. bmw’s 29,713 units was 19.4% up overall. in retail, it grew 2.5% to 13,025 units. most growth was from its 2 series models and X3 sUV. a total of 28,473 registrations was a 26.3% increase for nissan. in the retail market, its 16,793 total was a 21.6% jump year-onyear, with growth coming from pulsar, Qashqai, X-trail and Juke.
Finance oFFers
top finance offers for retail buyers
For a searchable list of manufacturers’ finance offers, go to www.am-online.com/offers
as dealers head towards christmas, manufacturers have put together some strong offers to tempt customers into showrooms during the final three months of the year. nissan has targeted campaigns on certain trims across its model range. a particular standout is on the micra, with a £149 deposit and £149 monthly payments. nissan injects just £442.91 into the deal. the biggest financial push from nissan this quarter is to the navara pick-up, with a £4,000 discount offered to customers that take the vehicle on a hire purchase deal. this will be to clear stock ahead of the new model arriving next year. in terms of manufacturer contributions, they don’t get much bigger than what Jaguar is putting behind its XJ 3.0-litre V6 diesel in Luxury trim. customers that go for an XJ in the next three months will get a £12,250 contribution on the pcp deal. again, this is likely to clear stock in preparation for the 2015 facelifted model. there’s also a sizeable contribution on the XF r-sport too this quarter at £3,335. AM double-checked the amounts and Jaguar responded: “we are very generous at JLr.”
Model
Finance type
Deposit
Term
Monthly payment
Final payment
APR
Offer ends
PCP PCP PCP PCP PCP PCP PCP HP HP HP PCP
£2,289.04 £149 £3,356,94 £4,314 £3,201 £5,608 £6,319.30 £4,795 £6,664 £12,991 £11,068.51
37 37 37 25 25 37 37 48 48 48 37
£229 £149 £159 £159 £199 £219 £249 £329 £229 £279 £370
£9,856.96 £3,309.80 £5,285 £7,665 £7,652.68 £10,697.50 £12,974 N/A N/A N/A £15,832.7
0% 7.90% 5.99% 0% 0% 6.99% 6.99% 0% 0% 5% 4.90%
31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015
PCP PCP PCP PCP PCP
£10,560 £9,760 £18,380 £15,640 £18,530
37 37 37 37 37
£399 £399 £399 £599 £899
£19,518 £22,224 £25,729 £33,019 £41,941
6.90% 6.90% 7.90% 6.90% 6.90%
31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015
PCH PCP PCP PCH PCP Conditional Sale Conditional Sale Conditional Sale PCP Conditional Sale
£1,380 £1,699 £1,899 £1,883 £2,999 £3,899 £0 £5,699 £3,799 £2,799
36 months 36 months 36 months 36 months 36 months 60 months 60 months 60 months 36 months 60 months
£115 £165 £189 £269 £289 £289 £269 £269 £199 279
N/A £4,475 £5,175 N/A £5,975 N/A N/A N/A £6,075 N/A
N/A 2.9% 4.1% N/A 2.9% 0.0% 0.0% 0.0% 2.9% 0.0%
15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015 15/12/2015
PCP PCP PCP PCP PCP PCP HP PCP HP
N/A £1,760 £700 £870 £11,130 N/A £4,729 £3,354 £4,272
37 37 37 37 37 37 37 37 37
£459 £329 £369 £389 £599 £599 £788 £559 £712
£6,990 £5,999 £5,999 £5,999 £9,999 £12,990 £28,373 £10,990 £25,630
5.9% 5.9% 5.9% 5.9% 5.9% 5.9% 5.9% 5.9% 5.9%
31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015 31/12/2015
18 November 2015 am-online.com
Nissan Leaf Acenta Micra Visia Limited Edition Note 1.2 n-tec Pulsar DIG-T 115 Visia Juke DIG-T 115 Acenta Qashqai DIG-T 115 n-tec+ X-Trail 1.6 DIG-T n-tec e-NV200 Combi Acenta five-seat NV200 1.5dCi 90hp Acenta Navara Tekna NissanConenct Premium 370Z Coupe Nismo Land Rover Discovery Sport HSE 180 (7 Seat) Auto 16MY Evoque 2.0 TD4 HSE Dynamic 5dr Auto 16MY Discovery 3.0 SDV6 HSE 5dr Auto 16MY Range Rover Sport 3.0 SDV6 HSE 5dr Auto 16MY Range Rover 3.0 TDV6 Vogue SE 4dr Auto 16MY Vauxhall Viva SE 1.0i 75PS Adam GLAM 1.2i 70PS Corsa 1.2 3dr Limited Edition Astra SRi 1.0T 105PS Turbo S/S ecoFLEX GTC SRi 1.4i Turbo 120PS Start/Stop Zafira Tourer SRi 1.4i 140PS Turbo Insignia Energy 1.8i 140PS Cascada SE 1.4i 140PS Turbo Mokka Exclusiv 1.6i 115PS Start/Stop FWD Antara Exclusiv 2.2 CDTI (163PS) Start Stop Jaguar F-Pace 2.0d R-Sport AWD Manual XE Saloon 2.0d (163) Prestige 4dr Man XF Saloon 2.0d (163) Prestige 4dr Man XF Saloon 2.0d (163) Prestige 4dr Auto XJ Saloon 3.0d V6 Luxury 4dr Auto 16MY F-Type 3.0 Convertible RWD Man F-Type 3.0 Convertible RWD Man F-Type 3.0 Coupe RWD Man F-Type 3.0 Coupe RWD Man
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10-year market trends available: www.am-online.com/ami
n e w c a r r e g i s t r at i o n s
3
1 2 3 4 5 6 7 8 9 10
BRAND Jeep SsangYong Mitsubishi Smart Abarth Infiniti Porsche Lotus MG Mini
YTD (%) 196.06 120.66 62.16 58.44 57.78 50.76 47.45 46.11 33.75 28.97
r i ser s & fa l l er s
Mitsubishi regained its third place in the top 10 risers with 62.2%, or 6,938, more registrations year-onyear, with significant growth in outlander PHeV and asX sales. table leader Jeep’s 196% growth has seen it add slightly fewer registrations, 5,576, but Mini, in 10th place, beats both with 10,598 more registrations this year. there is a new entrant in the 10 biggest fallers – seat. its 40,520 registrations by the end of september are 4.9% or 2,091 units lower than at the same point in 2014. However, it has just launched its revised ibiza, and auto trader shows dealers still have stocks of the pre-facelift model to clear. 10 9 8 7 6 5 4 3 2 1
BRAND Fiat Seat Suzuki Bentley Alfa Romeo Chrysler Chevrolet Mia Perodua Proton
YTD (%) -3.56 -4.91 -8.67 -11.47 -12.10 -91.87 -99.67 -100.00 -100.00 -100.00
9
20 November 2015 am-online.com
Marque
September 2015 % market share
2014
Ford Vauxhall Volkswagen BMW Nissan Audi Mercedes-Benz Toyota Peugeot Hyundai Renault Kia Citroën Fiat Škoda Mini Honda Mazda Land Rover Seat Suzuki Volvo Jaguar Dacia Mitsubishi DS Lexus Jeep Porsche Smart Alfa Romeo Subaru SsangYong Abarth MG Maserati Bentley Aston Martin Infiniti Lotus Chrysler Chevrolet Mia Perodua Proton Saab Other British Other imports Total
55,083 43,848 39,263 29,713 28,473 28,437 27,610 19,095 16,875 15,504 15,148 13,980 12,496 12,467 11,384 11,095 10,734 9,917 9,809 8,655 7,701 7,388 4,860 4,455 2,686 2,584 2,578 2,097 1,910 1,838 878 821 806 706 511 232 152 148 106 22 2 1 0 0 0 0 98 351 462,517
54,322 12.76 41,175 9.67 37,852 8.89 24,891 5.84 22,550 5.30 25,535 6.00 23,382 5.49 17,232 4.05 17,865 4.20 14,865 3.49 12,993 3.05 13,292 3.12 14,270 3.35 12,147 2.85 10,991 2.58 9,996 2.35 9,642 2.26 8,066 1.89 10,915 2.56 9,594 2.25 8,070 1.89 7,230 1.70 3,173 0.75 3,523 0.83 3,527 0.83 0 0.00 2,131 0.50 762 0.18 1,022 0.24 802 0.19 1,014 0.24 617 0.14 363 0.09 331 0.08 357 0.08 158 0.04 206 0.05 144 0.03 214 0.05 27 0.01 390 0.09 3 0.00 0 0.00 2 0.00 0 0.00 0 0.00 63 0.01 157 0.04 425,861
11.91 9.48 8.49 6.42 6.16 6.15 5.97 4.13 3.65 3.35 3.28 3.02 2.70 2.70 2.46 2.40 2.32 2.14 2.12 1.87 1.67 1.60 1.05 0.96 0.58 0.56 0.56 0.45 0.41 0.40 0.19 0.18 0.17 0.15 0.11 0.05 0.03 0.03 0.02 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.02 0.08
% market share
% 2015 change 1.40 6.49 3.73 19.37 26.27 11.36 18.08 10.81 -5.54 4.30 16.59 5.18 -12.43 2.63 3.58 10.99 11.33 22.95 -10.13 -9.79 -4.57 2.19 53.17 26.45 -23.84 0.00 20.98 175.20 86.89 129.18 -13.41 33.06 122.04 113.29 43.14 46.84 -26.21 2.78 -50.47 -18.52 -99.49 -66.67 0.00 -100.00 0.00 0.00 55.56 123.57 8.61
268,328 212,100 182,441 124,309 124,967 133,300 116,509 81,604 84,593 70,623 59,221 64,208 66,338 51,867 60,144 47,182 43,563 37,923 49,881 40,520 28,706 32,391 17,966 20,386 18,100 4,549 10,618 8,420 9,559 6,363 3,924 2,734 2,681 2,029 2,461 1,161 1,027 727 891 263 136 9 0 0 0 0 567 1,597 2,096,886
% market share 12.80 10.11 8.70 5.93 5.96 6.36 5.56 3.89 4.03 3.37 2.82 3.06 3.16 2.47 2.87 2.25 2.08 1.81 2.38 1.93 1.37 1.54 0.86 0.97 0.86 0.22 0.51 0.40 0.46 0.30 0.19 0.13 0.13 0.10 0.12 0.06 0.05 0.03 0.04 0.01 0.01 0.00 0.00 0.00 0.00 0.00 0.03 0.08
Year-to-date 2014 % market share
% change
262,754 210,357 168,662 113,520 106,890 126,487 99,096 76,055 85,418 65,564 50,732 62,538 66,542 53,781 60,386 36,584 44,102 31,373 45,483 42,611 31,431 30,784 14,627 18,583 11,162 0 8,629 2,844 6,483 4,016 4,464 2,140 1,215 1,286 1,840 921 1,160 695 591 180 1,673 2,764 5 27 1 1 624 1,115 1,958,196
2.12 0.83 8.17 9.50 16.91 5.39 17.57 7.30 -0.97 7.72 16.73 2.67 -0.31 -3.56 -0.40 28.97 -1.22 20.88 9.67 -4.91 -8.67 5.22 22.83 9.70 62.16 0.00 23.05 196.06 47.45 58.44 -12.10 27.76 120.66 57.78 33.75 26.06 -11.47 4.60 50.76 46.11 -91.87 -99.67 -100.00 -100.00 -100 -100.00 -9.13 43.23 7.08
13.42 10.74 8.61 5.80 5.46 6.46 5.06 3.88 4.36 3.35 2.59 3.19 3.40 2.75 3.08 1.87 2.25 1.60 2.32 2.18 1.61 1.57 0.75 0.95 0.57 0.00 0.44 0.15 0.33 0.21 0.23 0.11 0.06 0.07 0.09 0.05 0.06 0.04 0.03 0.01 0.09 0.14 0.00 0.00 0.00 0.00 0.03 0.06
market iNtelligeNce
Sponsored by
Pay
➡
Fleet/leasing Sep 2014 Sep 2015 40.27
+3.0%
40.15
The average weekly wage, including bonuses, between June and August, was £494, up 3% over the same period a year earlier. Without bonuses, wages were up by 2.8%, to £463.
47,263 45,146 £9,445 £9,700 97.46% 97.95%
Inflation Part-exchange Sep 2014 Sep 2015 88.69
-0.1ppts
The CPI annual inflation rate fell to -0.1% in September, down from 0% in August. The Office for National Statistics said a smaller than usual rise in clothing prices and falling motor fuel prices were the main causes.
89.87
Retail stock acquisition BCA’s average ex-fleet car value rose £52, or 0.5%, in September to £9,700 – the same level as March. The total was up 2.7%, or £255, year-on-year, with average age static and mileage slightly lower. Bca’s Uk operations director Simon Henstock said: “September was a strong month at BCA, with independent buyers particularly active and bidding strongly. We are seeing a good balance between supply and demand in the wholesale markets.” Manheim’s Market Analysis for September showed the average selling price of ex-fleet vehicles rose £159, or 2.2%, since August to £7,522, £387 or 5.4% ahead year-on-year.
U S E D C A R VA L U E T R E N D S
70,965 69,536 £4,059 £4,334 96.09% 98.85%
Unemployment
-0.6ppts
Nearly new September 2015 7.82
The unemployment rate for the three months ending in August was 5.4%, down 0.1ppt from the prior three months, and from 6.0% a year earlier, according to the Office for National Statistics.
7,810 £20,525 101.54% Average age (months) Average mileage Average value Sales vs CAP
manheim Fleet £ manheim Part ex £
Mortgages
➡
Trade-in disposal BCA said values for dealer partexchanges climbed £91, or 2.1%, to £4,334 in September, halting three months of decline. The rise left the month ahead year-on-year by £275, or 6.7%. Average mileage of partexchanges was slightly lower year-onyear, but average age was a month older. At Manheim’s auction rooms, the
average part-exchange value for September was up £165, or 4.8%, month-on-month, to £3,634. Year-onyear, the average value was up 15%, or £472. Used MPVs and 4x4s gained most in value. Daren Wiseman, valuation services manager at manheim, said: “September saw the highest average selling price for part-exchange stock for at least 12 months. We may, however see this growth in values slow as volumes increase in the coming weeks.”
ECONOMIC I N D I C AT O R S
➡
The average wholesale value of used cars fell almost £200 in September as volumes returned to six figures after the August lull, according to the National Association of Motor Auctions (NAMA). The average value of all cars was £5,391, a drop of £197, or 3.5%, compared with August’s average. However, the result was down 0.1%, or £4, on September 2014. September’s volume of used cars through auctions rose rapidly, by 12,608 units, or 12.6%, to 112,288 units, a 13.2% increase year-on-year. The first-time conversion rate improved to 85.4%, from 84.1% a year previously. NAMA said the volume of ‘late and low’ vehicles was up 7% month-onmonth and 11.7% year-on-year, while ex-fleet stock volumes since August were up 11.4% and franchised dealer part-exchange volumes rose by 15.2%.
YEAR-ONYEAR
➡
September surge in volumes knocks 3.5% off average values
+1.9%
Bca Fleet £ Bca Part ex £
9,648
9,700
The number of loans to firsttime buyers in August was down 10.4% on July, at 27,500, but up 1.9% year-on-year, said the Council of Mortgage Lenders.
7,363
7,522
Credit card borrowing
10,000 9,445
9,533
9,633
9,478
9,673
9,670
7,319
7,318
9,700
9,719
9,727
9,662
8,000 7,358 7,135
7,045
7,518
7,461 7,204
7,158
6,948
➡
9,126
+4%
6,693
There were 218m credit card purchases in August, down from July’s 224m, with a value of £12.1billion, an £800m drop since July. Aggregate value was 4% ahead of July 2014, said the British Banking Association.
6,000
4,000
4,059
3,162
Sep 14
4,188
4,113
4,075
3,390
3,395
3,383
3,268
Oct 14
Nov 14
Dec 14
4,041
3,536
Jan 15
Feb 15
4,184
3,438
Mar 15
4,348
4,397
4,278
4,268
4,243
3,367
3,308
3,396
3,411
3,469
May 15
Jun 15
Apr 15
3,634
House prices Jul 15
Aug 15
+4.2%
Sep 15
12 months to Aug 2015 11,556 1,104,265
Change on previous year +14% +8%
37,790
-16%
Source: FLA
Used cars bought on finance by consumers through dealerships Aug 15 Change on 3 months to Change on previous year Aug 2015 previous year Value of advances (£m) 954 +12% 3,078 +13% Number of cars 90,909 +7% 290,847 +8% Used cars bought on finance by businesses through dealerships Number of cars 1,900 -37% 7,628 -26%
4,334
➡
2,000
4,136
House prices in August rose 0.5% since July, according to data from the Land Registry. The year-on-year increase was 4.2%, which takes the average value of houses in England and Wales to £184,682.
am-online.com November 2015 23
Future-proofing your F&I business 10 November 2015
National Motorcycle Museum Solihull, West Midlands B92 0EJ
Following the success of last year’s conference and to meet the dealer appetite for as much information and clarity on F&I under the Financial Conduct Authority (FCA), this year’s event will focus on lessons learned so far and how you can build solid foundations to create a sustainable and profitable F&I business which is transparent and trusted by the consumer. We want to encourage lively debate and a genuinely interactive atmosphere where different opinions, questions and shared experiences are welcome.
Who should attend
Why should you attend?
A must for senior directors, compliance managers, sales and business managers, and anyone who is responsible for ensuring their business adheres to FCA regulations. Aimed at automotive retail professionals who want to improve their understanding of F&I compliance and are interested in hearing regulation interpretations from industry specialists.
Ten hard-hitting questions which between them our expert speakers will cover as well as many more. 1.
What are the best ways to ‘treat customers fairly’?
2.
How do you create a culture which fits the FCA’s objectives?
3.
4.
How are other dealers and suppliers meeting the challenge? Does the traditional sales model need to evolve to improve compliance?
5.
Have the FCA regulations resulted in a more open and transparent way to conduct business?
6.
What has been the response to the new GAP rules?
7.
What are the best practices currently in operation at dealerships?
8.
How are dealers combining compliance and profitability?
9.
What does the future potentially hold?
10. How do I motivate staff in the new regulatory environment?
BOOK NOW TO TAKE ADVANTAGE OF EARLY BIRD RATES
Headline sponsors:
Visit www.amfandicompliance.co.uk or contact Emma-Louise Kinnaird
Chairman’s introduction
Understanding and implementing the new FCA rules for GAP Nick Franklin, head of partnership & distribution of headline sponsor MAPFRE ABRAXAS, provides examples of best practice following the new GAP regulations which came into force on September 1. Understanding the key issues and how dealer colleagues have changed their procedures in order to comply will provide a benchmark for delegates whilst insights will highlight areas for consideration.
Q&A
Co-sponsors:
Refreshments & networking
Lunch & networking
Adrian Dally, head of motor finance, The Finance and Leasing Association (FLA), will explore the FCA supervisory focus for the coming year which includes thematic reviews of staff remuneration and incentives, arrears and forbearance, and affordability and creditworthiness. Q&A Refreshments & networking
What constitutes treating customers fairly?
How to motivate staff in a regulated landscape John Sylvester, executive director, P&MM Motivation, asks how can sales executives balance delivering volume and profit whilst remaining compliant? Meanwhile, the incentives and commission from F&I products will come under scrutiny from the FCA, so is it time to change the incentive structure itself so it is more fitting for a regulatory landscape?
The motor finance landscape in a world of increasing competition and regulation
Q&A
Exploring key regulatory themes
Andrew Smith, managing director, Consumer Credit Advisory Services, explores in greater detail what ‘treating customers fairly’ – or TCF – actually means in practice whilst incorporating the six TCF outcomes and how they relate in particular to three of the 11 FCA principles demanded by the regulator and highlights a number of areas where TCF could well come under scrutiny.
Challenges of working under the FCA regulations – a legal perspective
Spencer Halil, director of headline sponsor ALPHERA Financial Services, shares his views on the motor finance landscape in a world of increasing competition and regulation and will discuss how presenting a joined-up, transparent and flexible approach to finance can deliver benefits for everyone involved.
A dealer group’s journey into the FCA era Emily Leigh-Dugmore, compliance manager, Citygate Automotive, provides a window into one dealer group’s journey following the arrival of the FCA. Leigh-Dugmore delivers a candid viewpoint of the evolving role of the compliance manager and some of the processes the group addressed to ensure compliance.
The retail perspective Jerry Page, finance & insurance director at Mercedes-Benz UK Retail Ltd, will share his views on interpreting the FCA regulations and will talk about the challenges dealers face understanding the different approaches to compliance adopted by finance companies.
Russell Kelsall, a partner in the global law firm Squire Patton Boggs (UK) LLP, specialises in automotive and, in particular, the FCA, offers a legal perspective. He will highlight potential developments arising from the regulations including changing relationships between dealers and lenders and he will tackle the issue of commission disclosure.
Q&A Closing comments
The organisers reserve the right to change the speakers and/or timings
Associate sponsors:
SHoWrooM 69
honda civic tourer
The Swindon-built Civic underpins Honda’s fortunes in the UK.
71
the cars driving your Business
Mazda2
Mazda pulled out all the stops to promote the 2, and it seems to be paying off.
72
vW Polo
The Polo’s brand-topping retail registrations offer beleaguered Volkswagen some good news.
First drive: MitsuBishi L200
Picking up the pace
Mitsubishi expects to sell between 6,000 and 9,000 L200s in the next 12 months
Mitsubishi believes its faster, bigger, cleaner pick-up will beat its predecessor in sales and its rivals in almost every area By Danielle Bagnall he Mitsubishi L200 has existed in one form or another since 1978, with a new version of the pick-up emerging every nine or 10 years, so the fifth generation has arrived right on schedule. At the launch of the new model, Mitsubishi’s managing director Lance Bradley claimed it beats competitors for fuel economy, emissions, manoeuvrability, carrying capacity, fourwheel-drive ability, safety, specification, driving efficiencies, and weight. He said it is also cheaper than the competition.
T
66 November 2015 am-online.com
“Dealers reacted really well when they were given the L200’s specifications and saw the aesthetics” Lance Bradley, Mitsubishi
The fourth series L200 sold almost 6,500 units last year and the target for its replacement is pitched around the same level at about 6,000 in its first 12 months. “That’s the plan,” said Bradley. “However, having seen people’s reactions to the model, we do expect more than that. The figure could be anything around 9,000.” The manufacturer has made the deliberate decision to have some of the Series 4 models available to purchase cheaply. Bradley said: “There are always some customers that like the predecessor better, so we wanted to keep Series 4 for those customers.” The Series 4 will be available alongside the Series 5 for 12 months, or until all 2,000 produced have sold. The Series 4 Challenger will be priced from £16,499. The new model is available in four specifications; 4-Life which is available from £19,749; Titan from £20,749, Warrior from £23,049; and the Barbarian from £23,799. The Barbarian model is also available as an automatic, with paddle shifters – the only pick-up on the market to feature them – this comes with a premium of £1,400 and starts from £25,199.
F o r M o r e r e v i e W s v i s i t: w w w . a m - o n l i n e . c o m / r o a d t e s t s
s P ec i F i c at i o n
Mitsubishi claims the L200 has the lowest co2 of any pick up on the market
Price From £19,749 Engine 2.5-litre diesel 178bhp Performance 0-62mph 10.4 seconds Transmission 6-sp manual; 6-sp automatic Efficiency 42.8mpg, 169g/km RV 3yr/30k 35% Rivals Isuzu D-Max, Toyota Hilux, Volkswagen Amarok
169g/km the co2 emission rate for the L200, which Mitsubishi says ‘is the lowest of any pick-up on the market’
What your custoMers WiLL read aBout the MitsuBishi L200
Mitsubishi said dealers reacted well to the new vehicle’s aesthetics
The fifth-generation L200 gets a new MIVEC diesel engine and is two seconds quicker than the outgoing model. The Euro 6-compliant engine also has the “lowest Co2 of any pick up on the market” at 169g/km, which “safeguards pick-up drivers against changes to the emissions-based tax regime” – the closest competitor is the Isuzu D-Max at 192g/km. The fifth-generation L200 also claims to deliver better fuel efficiency than its competitors, at 42.8mpg on the combined cycle. The next nearest, the Isuzu D-Max, does 38.7mpg followed by the Toyota Hilux on 36.7mpg. It also includes a five-year, 62,500-mile warranty, with 12 years’ anti-perforation guarantee. The new model can switch between two- and four-wheel driving modes at speeds of up to 62mph. Having really put the model through its paces on a wet course at MIrA and a specially designed off-road course, the stability and off-road capability are real bonuses. The model features a new shorter shift, which is a more car-like way of driving than its predecessor, resulting in a more
comfortable and less ‘work’ feeling vehicle. Bradley said dealers “reacted really well when they were given the specifications and saw the aesthetics”. He believes Mitsubishi is a strong force in the pick-up market. So much so, in fact, that he said there would be no real need to market the L200. There will be no TV advertising and its ‘showing the world how it’s done’ launch advertising campaign involved heavy use of social media. The Mitsubishi L200 Series 5 was also recently named Auto Express Pick-Up of the Year before it had even gone on sale in the UK. Bradley said Mitsubishi has had more and more big groups applying to be a part of its dealer network. “We haven’t had this much interest for a long time, probably going on five years, so it’s great to see the brand growing. “We are recruiting dealers all the time. We currently have 125 dealers working with us in our network, but we aim to grow this. “our dealer network is spread and separated into territories, we are looking at where we are missing dealers and where we require representation, but we do plan on getting on board an average of at least one dealer per month, for the foreseeable future.” The customer demographic for the Mitsubishi L200 is exclusively male and between the ages of 30 and 40. Bradley said it is predominantly a business tool, bought by businesses that require a pick-up, such as building trades, farmers or vets. Unfortunately for Mitsubishi, these are the same customers that the new Nissan Navara will target when it arrives in January.
auto eXPress the Mitsubishi L200 in its fifth generation adds car-like sophistication, driving dynamics and low running costs. We always knew it would take something special to win this class, but even we were surprised at how impressive the new L200 is. honest John it adds a much needed dose of modernisation. this means the latest L200 retains its versatile load capacity, while offering lower running costs and significant improvements in refinement and safety. daiLy Post out on the road, you immediately notice how much more composed the new L200 is, and how little body roll it has compared to the outgoing model. the steering is meaty, precise, and quick enough to rule out wild flailing at every sharp turn.
am-online.com November 2015 67
IN DECEMBER’S ISSUE
C O N TA C T U S
PUBLISHED NOVEMBER 27
AM, Media House, Lynch Wood, Peterborough PE2 6EA Email: AM@bauermedia.co.uk If you or someone you know are aged 16-24 and are interested in work experience opportunities at Bauer Media, go to www.gothinkbig.co.uk Editor-in-chief Stephen Briers 01733 468024 Managing editor Tim Rose 01733 468266 Head of digital and associate editor Jeremy Bennett 01733 468261 AM production Head of publishing Luke Neal 01733 468262 Production editor Finbarr O’Reilly 01733 468267 Designer Erika Small 01733 468312 Contributors Danielle Bagnall, David Francis, Chris Lowndes, Philip Nothard, David Porteous, Prof Jim Saker, Tom Seymour, Richard Yarrow
Face to Face: Vertu Motors Chief executive Robert Forrester and commercial director David Crane explain how second-by-second data helps the dealer group achieve its goals.
Know your customer
AM publishing Managing director Tim Lucas 01733 468340 Office manager Vicky Meadows 01733 468319 Group managing director Rob Munro-Hall Chief executive officer Paul Keenan
Time. Money. Convenience. We examine how dealers can get to grips with the latest consumer trends and behaviours in relation to sales and aftersales.
Winning with fleets
Subscriptions 01635 588494. Annual UK subscription £99, two years £168, three years £238. Overseas one year/12 issues £149, two years £253, three years £358.
AM Award winner Jardine Motors reveals why it is so successful in the fleet sector.
AM Used Car Conference report
Insight and best practice from the expert speakers at our latest event.
ADVERTISERS’ INDEX
First drive: Audi A4 Audi’s newest compact executive saloon will satisfy the driver like no A4 before it.
Codeweavers...............................................63
Mapfre Abraxas.................................22 / 60
Dealer Management Services ...............72
Marketing Delivery....................................29
GForces ................................................32 / 45 Infomedia......................................................76
Autoclenz .............................................58 / 65 Barclaycard Loans ...................................24 Bluesky Interactive ...................................69 British Car Auctions .........................28 / 65 Call It Automotive.......................................48
Institute Of The Motor Industry.............51
Premia Solutions Ltd .......................54 / 70 Really Good Domains................................21
Ivendi..............................................................55
Smart Insurance Services ......................57
Karcher (UK) ...............................................64
Steele-Dixon & Associates ....................73
Lawdata.........................................................64 Lloyds Banking Group..............................16 Loughborough University........................48
Tracker Network Systems .....................30 Trader Publishing .....................................68
CAP Automotive ........................................10
Manheim Auctions .....................................35
Trusted Dealers..........................................59
Chris Eastwood Automotive...................73
Manheim Retail Services............2 / 15 /31
Vantage..........................................................37
74 November 2015 am-online.com
AM advertising Commercial director Sarah Crown 01733 366466 Group advertisement manager Sheryl Graham 01733 366467 Head of project management Leanne Patterson 01733 468332 Project managers Kerry Unwin 01733 468327 Angela Price 01733 468338 Lucy Peacock 01733 468338 Account managers Sara Donald 01733 366474 Richard Kerr 01733 366473 Kelly Crown 01733 366364 Recruitment enquiries Richard Kerr 01733 366473
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